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RFTMI (Requests For Too Much Information): The New Norm?

Sunday, September 16, 2012   (1 Comments)
Posted by: Guy Timberlake (
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Last month when I blogged about the amount and type of information being requested in current federal agency Requests For Information (RFI), the feedback was incredible. The responses helped me understand this is much more than an isolated occurrence and that it seems to indicate a new tactic to proactively manage the competitive landscape.
Far be it for me to leverage the conspiracy theory angle, but when you see what's happening, you have to wonder.
So. What is happening?
Take a quick look at this recently issued RFI for the Defense Retiree and Annuitant Pay System (DRAS). Several parts of the "deliverables" requested in this RFI, for which responses are due in mid-October, once again seem to duplicate data points that will be requested in a subsequent RFP.
Did I mention DLA is apparently only seeking responses from small businesses for this one?
You tell me.
Is the new norm based on Industry having to increase it's B&P budgets to include potentially double the usual price of admission for fewer opportunities?
The question raised by a few of my associates from both Government and Industry (to include former contracting officers) is: Is this a new(er) approach being undertaken to limit or eliminate responses by small businesses?

The Chief Visionary


"The person who says it cannot be done should not interrupt the person doing it."

Differentiate Yourself. Develop and Leverage Your Small Business C4ISR™.
(Capacity, Commitment, Core Competency, Intelligence, Strategy and Relationships)


Michael Sullivan, The Fearthainne Group says...
Posted Monday, September 17, 2012
Guy - without a plan of attack, how does any business decide to respond to any Request? From what I am seeing, much of the RFI issue is caused by the lack of proper planning (developing a legitimate stategic plan, performing quality BD (identifying & qualifying oppportunities, building the pipeline, attending Industry Days, etc.), developing & executing the Capture Plan (key area most often forgotten by small businesses) which directs resources toward needed functions like teaming, theme development, price-to-win, and so on. Without having these, and other, processes in place, many businesses are merely in "chase mode," whether it be Sources sought, RFI, CRADA, RFP, etc., before they even get to developing the Proposal.

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